The Best Practices For Outbound Calls in 2023
Do you need help with your outdated marketing and sales methods? Outbound calling is the right solution for your business to get potential clients. It is the channel where you can connect with prospects and pitch them with minimum overheads and costs. The outbound cold calling skills can even land you a rewarding job.
Read on to know its benefits, best practices, types and tools you can use with it.
Decoding Outbound calls
When the sales team or customer support initiates the calls to third parties like customers or other businesses, it is called Outbound calls. The purpose of it can be either-
- Telemarketing sales cold calls
- Customer service calls
- Updating contact lists
- Surveys outreach
- Customer notifications
- Requesting information from other businesses
- Post-sale follow-ups
Types of outbound calls
Lead generation
Through outbound calls a business can know whether the prospect is a qualified lead. The callers ask different questions to gather information based on the customer’s interest in a product or service.
Booking a meeting
When a sales development executive books an appointment through outbound cold calling, the appointment is fixed for a meeting. The customers have already interacted before, so it’s not a cold call. Furthermore, experts say that 27% of sales teams suggest the phone is the best medium for booking a meeting.
Follow-up calls
When potential buyers show interest in your product/service by filling a form, signing up for a newsletter or sending a message, SDRs follow up through cold calls for better customer relationships. The clients also feel valued.
But are outbound calling and cold calling different? Yes, there lies a difference.
Outbound calling Vs. cold calling
An outbound call is when the sales team takes the initiative to pitch the customers. It involves cold calling, which is a sales strategy. So basically it’s one of the many ways of outbound lead generation. Other forms are content marketing, paid ads or cold emails to attract cold leads.
Then comes warm calling which is again a form of outbound call strategy. It is where a lead has expressed interest in a company’s product or service. You can know the lead is a potential buyer when they are engaged with the SDRs, follow the company profile on social media, have signed up for emails and attended a couple of webinars.
Did you know 57% of buyers into technical products or software prefer to be contacted through cold calling. It’s 40% with buyers of financial services and 50% with professional service buyers.
Outbound Call strategies & tips!
How do you get higher success rates with outbound cold calling?
1. Research your prospect
Before you dial a number, know who you are calling. Thoroughly research the customer through LinkedIn or the data available to you. Stay informed about every detail. Look for a common business connection that you can use during your pitch wisely. Have an understanding of the best time for cold calling.
Now it’s time to dial-up. When on a call, always give a strong introduction and ask permission to continue. It shows that you respect the customer’s time. When you are allowed, continue with your sales pitch which should not be more than 30 seconds.
2. Ask questions
The best approach is to note down all customers’ pain points as soon as you get to know them. Verify it with the prospects and ask about more information. The more you get clarity, the more effective your outreach will be. Being interactive with clients helps you build rapport. However, you need to ask questions to know the main core of the problem because that’s the whole point of the call.
3. Offer solutions
When you identify the pain, position your product as an effective solution. Say about how your product can be integrated to show more impact on their existing process.
4. Make an assumptive close
After you let the customer know how you produce their solution, it is time to proceed. Make an assumptive turn to the call. You can pitch like if they see the product demo it can help them better decide. It is called a B2B sale demo. Then, ask them, “Do you have time to see it?”. If permitted, proceed with next steps.
5. Do your admin
Now you have the client booked for a demo. Great job! It is when you need to focus on admin things. On your demo notes, make a detailed chart of every piece of information you have till now. Don’t miss out on your agreements with the prospects that you had over an outbound cold calling session. Sending an invite could make you an attentive professional in prospects’ eyes.
Here are a few outbound calling tips from the top sales professionals
- Take handwritten notes during your cold call.
- Record your calls and listen back later
- Use your mobile to make cold calls.
The Bottom Line
Outbound cold calling can bring new clients, increased sales and better business opportunities. You never know when your next big deal will be! You can either start by yourself or hire one dedicated and professional team for this. It is where Nomadux comes in.
Hire experts and trained cold callers who can meet your calling needs. Whether you are into real estate, products or services, Nomadux has the right human resource. Visit or call (516) 570-9241 to get started right away!
